Digital Sales Compensation: Neither Fish Nor Fowl

The beauty of bundling services, according to Winther, is that the package is a moving target, subject to change from time to time. This way, he can switch incentives to concentrate on a different area of Think Patented's product and service repertoire.

Should a potential buyer meet one of about six criteria triggers for a cross-media marketing program or other multi-layered initiative, Think Patented follows up with a team sales approach. That group could include a technology person, a database expert and a mailing guru to complement the sales contact. The buyer and the salesperson are complemented with technical experts to see if a partnership match exists.